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Sales Strategies

By John D. Mayfield, ABR, ABRM, CRB, CRS, e-PRO, GRI, Real Estate Business Magazine, August/September 2007

Building Service for Life

Keeps Clients for More Than One Transaction

MEETING APPLICATION:

Step 1
List the following statistics on the flip chart:


  • The average length of time a seller has stayed in a home today is ___ years. (Approximately five to seven years).
  • The average time a person keeps a home loan with a lender before paying it off is ____ years. (Less then four years).
  • The average number of homes sold by an agent each year in our market area is ____.
  • The percentage of people who used the same agent on their follow-up buy was ____.

Explain to agents that building clients for a lifetime is important in our business.

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Jonathan Nicholas, ABR, CRB, GRI, 2008 CRB Council President